SIX HABITS OF MERELY EFFECTIVE NEGOTIATORS

1. Neglecting the other side’s problem

1.1. -Can't negotiate without understanding own interests -Understanding and Addressing -Other sides perspective -"Always try to put yourself in other person's shoes. Get a sense of what want." -Tough negotiators-"Not my Issue." -Focus on problem then solve

2. Searching Too Hard For Common Ground

2.1. -Overcome differences that divide us-Common Ground -Difference can break open deadlocked deals. -Fuel joint gains -Incentives between negotiators -Much more attractive than walking away -Negotiators who dont look, don't find

3. Neglecting BATNAs

3.1. "Best alternative to a negotiated agreement"

4. Letting Price Bulldoze Other Interests

4.1. -Cooperative to Adversarial -Price isn't the most important factor -50 emotion/50 economics -4 factors: Relationship,Social Contract,Process, and Interest -Influence Price

5. Letting Positions Drive Out Interests

5.1. -3 elements 1. Issues on the table 2. Positions of one party's 3. Interests of underlying concerns -Get serious, "What's your position?" -Recognize and mangage tension to create value

5.1.1. -

5.1.1.1. 3 elements 1. Issues on the table 2. Positions of one party's 3. Interests of underlying concerns Get serious, "What's your position?" Recognize and mangage tension to create value

6. Failing to correct for skewed vision

6.1. -You may be crystal clear on the right negotiation problem. But you can solve it correctly without a firm understanding of both sides' interest BATNAs, valuations, likely actions and so on.